Ethics-Governance: Article: Edification to Increase Your Sales

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Edification to Increase Your Sales Edification to Increase Your Sales By Bob Burg. If you're a professional salesperson, you know how important "third-party credibility" is when it comes to your prospect's perception of you and your product or service. Put more simply, your prospect will believe something good about you that someone else says more than they'll believe the good about you that you say. This is one reason why testimonial letters are so valuable. Another type of credibility, however, comes from you edifying, meaning "complimenting, or building up" your associates. For example, when I was selling in-home solar energy equipment; a superb product but a very expensive upfront price, I had one advantage and one disadvantage. My advantage was knowledge of the sales and positive persuasion process. My disadvantage was being about as technically ignorant as one could possibly be (and that's an understatement). So, what I'd do is bring along an associate by the name of Ed. Though not exactly a colorful personality, Ed was in fact a brilliant engineer. Full Article: http://www.frugalmarketing.com/dtb/edification.shtml


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